Monday, December 27, 2010

Your Words

from my email:

Daily Sales Tip: Watch What You Say

There are four verbal communication rules to remember in sales:

-- Use descriptive language
-- Use short sentences
-- Avoid buzz words and jargon
-- Avoid tag questions and qualifiers ("I guess," "I hope," "sorta," "probably")

When preparing your sales presentation, keep your points focused, so you don't ramble on in long sentences. Adding tag questions (like "I think this is a good proposal, don't you?") weakens your position, and using words like "umm" and "like" and "you know" detract from what you are saying.

Think about what you really want to say, and then say exactly what you mean.

Source: Communication/sales consultant Marjorie Brody

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Randy Clark said...

Thanks for debunking the use of closed in assumptive tag questions like don't you, doesn't it, wouldn't you etc. Unfortunately too many sales trainers continue to train these outdated artificial sales techniques. If you want to help your client and build long term relationships use open- ended question such as who, what, when, where, why, or how. What do you think you will learn by using open-ended questions?

ScLoHo (Scott Howard) said...

Thanks Randy for your comments.

Two items I thought of...

First when someone uses the words "Don't, Doesn't, Wouldn't"; those are contractions of a negative, the word "Not".

The use of negative words in a conversation, even when used to create a positive response still plant a negative emotion in our subconscious.

Then, by using the open ended questions, such as "When do you want to start", we don't limit the answers to the pre-conceived limitations we have.

Several years ago in Detroit, I asked the manager of the car rental department of a Ford Dealership, "What do you do with the cars that are a couple years old?" His answer was to sell them back at wholesale prices to the dealership.

Our conversation continued and we created another profit center for him by selling the used rental cars directly to the public at a profit that was priced lower than the dealership, and higher than wholesale!